Deal Desk Manager

Remote (US) - East Coast

The Deal Desk Manager must be comfortable working in a high growth, fast-paced technology organization. This role is responsible for proactively working with the Sales and Channel & Alliances teams in all aspects of the deal cycle globally, including deal structuring, pricing strategy, quote management and approvals, margin analysis and proper discounting, co-terming, and any non-standard renewal motions. By enhancing business processes, this role will ensure the best experience possible for our customers during the deal process.

This role will interact with customers and internal stakeholders (Sales, Channel & Alliances, Finance, Legal, etc.) to ensure that value is realized for the customer and sales objectives are aligned with the growth of our business. Reporting to the Senior Manager, Deal Desk, this role will work closely to identify process gaps, add automation where appropriate, help to drive scalable solutions, and facilitate training as needed. The candidate must be able to communicate well with customers and partners, and should be focused on increasing operational efficiency with a data-driven approach.

Duties and Responsibilities

• Support the Sales and Channel & Alliances teams in the quoting process while ensuring compliance with internal policies to accelerate deal efficiency. Serve as an expert in advanced Deal Desk activities, which impact bookings attainment and deal structuring.
• Identify optimal deal attributes and needs as early in a new sales cycle as possible to reduce friction and optimize deal structure and outcomes.
• Work closely with Deal Desk leadership and the Finance team to identify areas of improvement within the existing deal review process and help build a seamless and efficient workflow. 
• Provide guidance on deal implications, risks, and potential impacts to leadership.
• Ensure data accuracy of opportunities forecasted in the pipeline.
• Collaborate with cross-functional teams, including Sales, Legal, Finance, Product, etc. to ensure seamless deal progression and alignment with business objectives.
• Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure.
• Maintain agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders.
• Function as point of contact and subject matter expert for Sales on deal pricing matters. Act as product manager of the rep’s quoting experience in Salesforce. Assist in projects as needed, especially any system enhancements to Salesforce CPQ.  
• Work with the Sales Enablement team to provide training and documentation on successfully structuring and quoting a deal.

Qualifications

• Bachelor's degree in business, finance, or a related field.
• 6+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry.
• Strong understanding of SaaS business models, contract structures, and pricing strategies.
• Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely.
• A passion for problem-solving and highly organized with strong attention to detail
• Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
• Systems proficiency working with Salesforce (especially CPQ), Microsoft Office, Google Suite. Additional proficiency with forecasting tools (Clari, Gong) and ERPs (NetSuite) is a plus.

Our culture and benefits:

• Remote-first culture. We have offices in New York, Tel Aviv, Austin, São Paulo, and Washington DC, but the majority of our employees are working from home across the US and Internationally. 
• Great people. Our people aren’t just great professionals, they are great people. We are all here to support each other, ready to help and do what’s best for the entire company. 
• A focus on career growth. We love seeing our people grow into new roles and work hard to ensure everyone sees and can realize a long term career path here at Axonius. We offer ongoing growth opportunities, including mentorship programs, a learning and development stipend, and company-wide courses..
• Next level benefits. 100% coverage of 3 different tiers of employee healthcare premiums. Dental, vision, and 401k match.
• Top-notch family leave options. 17 weeks of parental leave for primary caregivers and 8 weeks for secondary caregivers. Additional time off for important life events like marriage, birth of a grandchild, and more!
• We give back. Corporate social responsibility partnerships, employee giving opportunities , and volunteer time off.
• Competitive compensation. Market rate salaries, bonuses, or commissions. Stock options for all full time employees with equity refresh opportunities. 
• DEI focused. Highly supported Employee Resource Groups (ERG). Executive-level diversity and inclusion goals. Training, events, and mentorship options.

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